Contemporary Sales Force Management
1st Edition
Published on 22. December 1997
Book
Hardback
318 pages
978-0-7890-0113-9 (ISBN)
Description
By analyzing and monitoring current trends in the marketplace, Contemporary Sales Force Management helps sales managers align resources and strategic efforts to gain an edge over competitors. You will develop an understanding of where current and prospective sales opportunities exist in order to fully utilize automation, how to update crisis management policies to reflect changing industry dynamics, and how to raise your level of sales efficiency through the use of customer advisory groups and sales technological tools, such as video conferencing, database management, and up-to-date industry software. Through the book's important discussions on lowering mutual costs, building long-term customer relationships, improving sales skills, and developing core process skills, you will also learn to think and act with a strategic perspective that successfully steers the sales process.Grounded in practical applications, Contemporary Sales Force Management unites theoretical principles with applied examples and case studies gathered from research with major firms in dynamic markets such as Beijing and Shanghai in China, the European Union, and the United States. From these case studies demonstrating how top players achieve success, you gain critical information on:
the role of the sales force manager in organizations
strategic issues for an international sales effort
gaining functional expertise in sales and marketing along with industry knowledge
globalization and its impact on sales management
strategies for applying Total Quality Management to sales
electronic commerce and cultivating customers on the Web
the consequences of having a poorly motivated sales force with low morale
developing an environment that fosters and rewards the management of crisis
understanding your biases and stereotypical assumptions about others and how these affect decisionmaking
dealing with the legal and regulatory environment and ethical issues that arise in the course of managing the sales forceContemporary Sales Force Management is the book managers, entrepreneurs, business people, and faculty and students of executive business education programs have long awaited. Its sample sales plan, specific strategies, and hands-on advice will prove indispensable as you maneuver away from the coattails of your competitors into a leading position in the marketplace.
the role of the sales force manager in organizations
strategic issues for an international sales effort
gaining functional expertise in sales and marketing along with industry knowledge
globalization and its impact on sales management
strategies for applying Total Quality Management to sales
electronic commerce and cultivating customers on the Web
the consequences of having a poorly motivated sales force with low morale
developing an environment that fosters and rewards the management of crisis
understanding your biases and stereotypical assumptions about others and how these affect decisionmaking
dealing with the legal and regulatory environment and ethical issues that arise in the course of managing the sales forceContemporary Sales Force Management is the book managers, entrepreneurs, business people, and faculty and students of executive business education programs have long awaited. Its sample sales plan, specific strategies, and hands-on advice will prove indispensable as you maneuver away from the coattails of your competitors into a leading position in the marketplace.
More details
Language
English
Place of publication
New York
United States
Publishing group
Taylor & Francis Inc
Target group
College/higher education
Professional and scholarly
Dimensions
Height: 210 mm
Width: 148 mm
Weight
750 gr
ISBN-13
978-0-7890-0113-9 (9780789001139)
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
Schweitzer Classification
Other editions
Additional editions
William Winston | Tony Carter
Contemporary Sales Force Management
E-Book
05/2013
1st Edition
Routledge
€86.99
Available for download
William Winston | Tony Carter
Contemporary Sales Force Management
E-Book
05/2013
1st Edition
Routledge
€86.99
Available for download
William Winston | Tony Carter
Contemporary Sales Force Management
Book
12/1997
1st Edition
Routledge
€96.74
Article not available at the moment
Persons
William Winston, Tony Carter
Content
Contents
Foreword
Preface
Section I. Introduction to Contemporary Sales Force Management
Chapter 1. The Role of the Sales Force Manager in Organizations
Contemporary Sales Force Management
Difficulty in Sales
Motivation and Morale
Management Efforts to Ensure Good Sales Performance
Incentive Plans and Motivation
Leadership
Effective Organizational Communication
Informal Networks
Sales Feedback and Monitoring
Other Methods
Summary
Case Study: Lillian Spirits
Case Study: Tellco Management, Inc.
Case Study: Palin Electronics and the 'Pay at Risk Compensation Program.'
Section II. Automation and Sales Force Management
Chapter 2. Sales Force Technology
Technology and the Sales Force
The Virtual Mobile Sales Force
Electronic Commerce
Virtual Mobile Office
Sales Force Technology Suggestions
Practical Applications of Sales Force Technology
Contact Management
Multimedia Presentation
Database Sales
The Internet
Selling On-Line
Cultivating Customers on the Web
Some Suggestions for Selecting Sales Force Technology Vendors
Summary
Case Study: Kontac Information Resources Company (KIRC)
Section III: Globalization
Chapter 3. Strategic Issues for an International Sales Effort
Global Sales Environment
International Sales Techniques
How to Select Target Countries
How to Enter Target Markets
International Sales Opportunities
Some Reasons to Select China
Summary
Case Study: Monahan's Candy
Section IV. Effective Sales Force Management in a Volatile Business Environment
Chapter 4. Reengineering
Sales Management and Reengineering
Shift of Opportunities
Restructuring the IBM Sales Force
Hewlett-Packard and Reengineering
Personal Restructuring
Outsourcing
Summary
Case Study: Copeland Corporation
Chapter 5. Crisis Management
Introduction
The Consequences of Crisis
Union Carbide
Sears
Causes of Crisis
A Framework for Crisis Solutions for Sales Force Managers
A Sales Manager's Preventive Framework for Crisis
Some Success Stories
Other Tools Sales Managers Use to Deal with Crisis
System Checklist
Summary
Case Study: Global Optics
Chapter 6. Legal, Regulatory, and Ethical Matters
Legal Issues in Sales
Regulatory Issues in Sales
Ethics in Sales
Sales Situations Involving Ethical Issues
Summary
Case Study: Krol LTD
Chapter 7. Sales Force Management and Diversity
Sales Force Diversity Issues
Impact of Litigation on Sales Managers
Attacking the Problem
Women in Sales Management
Summary
Case Study: Boston Trust
Case Study: Hunter Corporation
Section V. Current Selling Skills and Tools
Chapter 8. Sales Planning
Management Function of Sales Planning
Market Dynamics
Competition Analysis
Financial Condition
Sample Sales Plan
Defining the Market
Price Determination
Summary
Case Study: Sales Management of Drug Products
Chapter 9. Personal Selling
Importance of Selling
Selling Skills
The Mechanics of Selling
Consultative Selling
Listening
Team Selling
Negotiation
Summary
Case Study: Richmond Corporation
Case Study: (Role Play): Livingston Carpet
Chapter 10. Customer Relationship Building
What Is Customer Relationship Building?
Relationship Selling
What Should Be Done to Build?
Team Building
Repeat Sales
Customer Advisory Boards as a Sales Tool for the Customer Relationship-Building Process
Trust Building
Evaluating Board Members
Summary
Case Study: Thames International, Inc.
Case Study: Global Optics
Case Study: Hendricks Insurance Company
Chapter 11. Total Quality Management
Intro
Foreword
Preface
Section I. Introduction to Contemporary Sales Force Management
Chapter 1. The Role of the Sales Force Manager in Organizations
Contemporary Sales Force Management
Difficulty in Sales
Motivation and Morale
Management Efforts to Ensure Good Sales Performance
Incentive Plans and Motivation
Leadership
Effective Organizational Communication
Informal Networks
Sales Feedback and Monitoring
Other Methods
Summary
Case Study: Lillian Spirits
Case Study: Tellco Management, Inc.
Case Study: Palin Electronics and the 'Pay at Risk Compensation Program.'
Section II. Automation and Sales Force Management
Chapter 2. Sales Force Technology
Technology and the Sales Force
The Virtual Mobile Sales Force
Electronic Commerce
Virtual Mobile Office
Sales Force Technology Suggestions
Practical Applications of Sales Force Technology
Contact Management
Multimedia Presentation
Database Sales
The Internet
Selling On-Line
Cultivating Customers on the Web
Some Suggestions for Selecting Sales Force Technology Vendors
Summary
Case Study: Kontac Information Resources Company (KIRC)
Section III: Globalization
Chapter 3. Strategic Issues for an International Sales Effort
Global Sales Environment
International Sales Techniques
How to Select Target Countries
How to Enter Target Markets
International Sales Opportunities
Some Reasons to Select China
Summary
Case Study: Monahan's Candy
Section IV. Effective Sales Force Management in a Volatile Business Environment
Chapter 4. Reengineering
Sales Management and Reengineering
Shift of Opportunities
Restructuring the IBM Sales Force
Hewlett-Packard and Reengineering
Personal Restructuring
Outsourcing
Summary
Case Study: Copeland Corporation
Chapter 5. Crisis Management
Introduction
The Consequences of Crisis
Union Carbide
Sears
Causes of Crisis
A Framework for Crisis Solutions for Sales Force Managers
A Sales Manager's Preventive Framework for Crisis
Some Success Stories
Other Tools Sales Managers Use to Deal with Crisis
System Checklist
Summary
Case Study: Global Optics
Chapter 6. Legal, Regulatory, and Ethical Matters
Legal Issues in Sales
Regulatory Issues in Sales
Ethics in Sales
Sales Situations Involving Ethical Issues
Summary
Case Study: Krol LTD
Chapter 7. Sales Force Management and Diversity
Sales Force Diversity Issues
Impact of Litigation on Sales Managers
Attacking the Problem
Women in Sales Management
Summary
Case Study: Boston Trust
Case Study: Hunter Corporation
Section V. Current Selling Skills and Tools
Chapter 8. Sales Planning
Management Function of Sales Planning
Market Dynamics
Competition Analysis
Financial Condition
Sample Sales Plan
Defining the Market
Price Determination
Summary
Case Study: Sales Management of Drug Products
Chapter 9. Personal Selling
Importance of Selling
Selling Skills
The Mechanics of Selling
Consultative Selling
Listening
Team Selling
Negotiation
Summary
Case Study: Richmond Corporation
Case Study: (Role Play): Livingston Carpet
Chapter 10. Customer Relationship Building
What Is Customer Relationship Building?
Relationship Selling
What Should Be Done to Build?
Team Building
Repeat Sales
Customer Advisory Boards as a Sales Tool for the Customer Relationship-Building Process
Trust Building
Evaluating Board Members
Summary
Case Study: Thames International, Inc.
Case Study: Global Optics
Case Study: Hendricks Insurance Company
Chapter 11. Total Quality Management
Intro